Matthew Foss

Enigma
DISC Type : cdi

Senior Global Client Partner at Kyndryl

Irvine, California, United States

Overview

Matthew is a Senior Global Client Partner with over 35 years of experience delivering business results for large, complex global programs. He holds a B. S. in Engineering Mechanics and is described by colleagues as a meticulous, strategic, and reputable leader recognized for his client relationship skills.


He is an Honored Listee, a recognition of professional achievement.

Personality Overview

Friendly Yet Blunt

Challenger

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Agentic AI
His recent social media activity shows a strong focus on leading clients and their enterprises into the Agentic AI era.
Strategic Collaboration
He frequently posts about successful collaborations with major clients and partners, such as Motiva and Deloitte, to drive innovation.
Data & AI Transformation
He shows a keen interest in transforming industrial operations, particularly in the manufacturing and energy sectors, by leveraging data and AI.

Media Appearances

Matthew has no verified media appearances

Work History

9-2021
Senior Global Client Partner at Kyndryl
1-2003 - 8-2021
Senior Global Client Partner Executive at IBM
1-1997 - 1-2003
Executive Program Manager at IBM
8-1995 - 1-1997
Director, New Products Development and Launch at JTS Corporation
6-1993 - 8-1995
Director, Program Management, New Products Development and Launch, Procurement at Conner Peripherals

Education

1980 - 1984
Bachelor of Science (B.S.) in Engineering Mechanics from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 41 Location : Irvine, California, United States Job Level : N/A Designation : Senior Global Client Partner at Kyndryl
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Matthew

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Matthew take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Matthew

Personality Compatibility


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